eCommerce and Marketplace Strategy

Take full advantage of new, direct and in-direct paths to purchase; eCommerce and digital marketplaces that are taking an increasing share of sales

The transparency, speed and convenience of the internet is changing buyer behaviour and channels even in the most complex of B2B industries.

However, many B2B organisations have not embraced or even fully understood the implications of players like Amazon or the direct sales model. Whether you are a B2B manufacturer that works with a complex network or distributors or a reseller yourself, you need a clear strategy for how to either maximize impact, defend share of wallet or enter new markets via digital channels.


Sales Operating Model & Enablement

Organizational Design & Transformation

What we do


We help B2B companies analyze the opportunities and threats presented by eCommerce and marketplaces, and develop the proper strategy, activities and organisational capabilities to support that journey. This might include:

  • Amazon strategy for manufacturers or distributors
  • Development of own marketplace plays
  • Direct eCommerce strategy and roadmap
  • Competitor and value chain analysis
  • M&A candidate analysis and recommendation

When working with eCommerce and marketplaces, we emphasize a deep understanding of your current business, channels partners and the competitive landscape. With the destructive and distracting power of channel conflicts, eCommerce and marketplace plays must be made with care for most B2B organisations, and with great strategic heft. This is where we can help.

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eCommerce and Marketplace Strategy

How we work


We combine digitally savvy and native insights and experience with deep understanding of your business, industry and the B2B buying process. This combination is crucial to avoid over-engineering tech solutions or losing track of the B2B sales & marketing fundamentals that still apply online.

When working with Kvadrant, you will get a partner that has both developed and implemented eCommerce and marketplace strategy, have experience with Amazon and other players from several industries and can work on both a strategic and operational level. This is crucial within eCommerce, where careful consideration of customer journeys, support, tech and especially logistics make all the difference.

We approach eCommerce strategy with an in-house developed framework where we dive into:

  • Strategic context; why are we doing it in the first place?
  • A strong business case that considers full P/L impact
  • Connection with brand and market positioning
  • The 4 Ps of eCommerce: Product, Price, Promotion and Place
  • The eCommerce enables: Technology, customer care, logistics and data

Talk to Kvadrant Consulting if you want a truly independent eCommerce & marketplace strategy. We are not tied to any particular channel, technology or ecosystem, and can provide the right combination of strategic insight with operational guidance to make your eCommerce venture a success.


Contact our Expert

Brian Andersen

Brian Andersen


+45 24 66 35 84

Want to explore the rest of our expertise areas?

Bredgade 20 1st floor
1260 Copenhagen


Tel +45 70 27 02 23
CVR: 39598736